Omnia

The Perfect Recipe for Sales Success

Which is better, chocolate or vanilla? It’s a question that sparks hearty debate. Just like, which is more important, sales or service? In truth, every department is vital to the running of an organization, but sales feed the organization (and everyone in it)! That’s why finding great salespeople is so important. But not everyone is a natural fit for sales, which makes selecting great salespeople a challenge.  And that’s only half the battle because then you have to motivate them to stay — competitive personalities are always looking for the next great opportunity. That makes keeping great salespeople another challenge. If you are a sales manager, you know it’s anything but easy, yet it’s also all worth it when you find great talent.

When dealing with the complexities of human nature, nothing is foolproof. A personality assessment, like The Omnia Assessment, makes it easier. Assessments also increase the reliability of your selection and retention efforts, meaning you’ll have more hits than misses. Hiring the right or wrong person, especially for a sales position, has an immediate effect on your bottom line. It’s too expensive to leave it to chance and gut instinct. There is a science for determining the most successful personality traits of a successful salesperson.

What is a sales personality?

It’s all about the right mix of traits.

There’s nothing worse than interviewing someone who appears articulate, confident, and motivated in the interview but just can’t close sales consistently once you hire them. It’s not normally possible to teach the art of sales to someone who isn’t naturally competitive. You can coach them on all the right techniques, sure, but if they don’t have the intrinsic drive to negotiate and win deals, it just doesn’t matter. They will not be successful salespeople.

Sustainable sales success requires certain natural behaviors. Based on Omnia’s research, assertiveness and resilience are the key traits most successful salespeople have in common.

Assertiveness

It’s commonly accepted that naturally assertive people will close the most business. On the Omnia assessment, most successful salespeople have a tall column 1, which represents a high level of assertiveness. These individuals are innately driven, competitive, and ambitious. They are motivated by an incentive-based salary structure, e.g., commission. They want to control their own earning destiny and make more based on their individual effort. They are natural risk-takers who can firmly control the sales cycle and ask for the close.

Sociability

Top salespeople are confident communicators, but the nuances of their communication style can vary. There is no one perfect sales style, provided the individual has assertiveness and resilience.

I often use a cake-baking analogy when describing the best traits for sales. There are certain ingredients you need to bake a cake worth eating, like flour and sugar. Traits are like the ingredients for finding top producers. Assertiveness is a necessary ingredient, but whether your salesperson is social versus analytical is more like a flavor additive.

Communication style certainly impacts the sales style, but it doesn’t typically inhibit someone from closing sales unless they are more social than assertive, but more on that in a minute. Social sellers (a tall column 3 on the Omnia assessment) excel at getting their foot in the door, building rapport, sustaining relationships, and connecting with prospects on a personal or emotional level. Analytical sellers (a tall column 4 on the Omnia assessment) excel at solving problems, creating value, and connecting with prospects using logic and facts. Both styles can be valuable to your sales team, and both will appeal to certain types of prospects. Plus, knowing this about your sales reps will help you effectively motivate, develop and coach to each individual’s strengths and challenges.

Pace

Pace is also typically a flavor additive. It’s not a critical trait for sales but is important depending on the pace of your organization and the length of the sales cycle. Most sales reps are naturally fast paced (tall column 5). They work with urgency and take immediate action when things shift. Sales reps with a taller column 6 are patient and systematic. They have tolerance for slower processes and longer cycles. They demonstrate strong persistence and follow-through.

Structure

Structure is the trait where resilience resides, so it is a critical ingredient. Resilience is found in column 7, and it is the ability to brush off rejection and move on to the next sales call with confidence intact. No one likes rejection, but moving past it, rather than dwelling on it, is vital to sustaining success in sales. Ideally, column 7 should be taller than column 8, though a column 7 and 8 that are balanced also works. Another benefit of column 7 in sales is the aptitude for making decisions in unclear situations and dealing boldly with ambiguity.

Personality Groups

Everyone falls into a personality group, which is a recipe of an individual’s four characteristics (Assertiveness – Sociability – Pace – Structure). Omnia has 17 different personality groups divided into two main categories – Drivers and Supporters. Most successful sales reps fall into the Driver (versus Supporter) category, though some Drivers might not have the right mix of traits to close consistently. One such group are the Networkers. Networkers have all the “right” proactive traits (column 1-3-5-7), but their column 3 is always taller than their column 1, which means they have a stronger need to be liked than to push for the sales. Networkers are great at building an impressive list of leads and contacts; their pipeline is always full. But they rarely close business proactively because they don’t want to appear pushy or risk losing the relationships they have built. They tend to avoid closing if it requires activity on their part, so they might only close when the prospect comes to them. They will look impressive at first, but you’ll see the negative impact through their weak closing ratio before too long.

Visionaries also have a 1-3-5-7, but they have a taller column 1 than 3, and that makes them ideally suited for sales. They are naturally assertive, engaging, fast-paced, and resilient. Other Driver personality groups are also well suited for sales, such as the Logistical Drivers. Like the Visionaries, they are assertive, fast-paced, and resilient, but they are analytical versus social and their balance of columns 7 and 8 gives them a dash of procedural compliance and attention to detail.

Selection and Retention

Omnia’s personality assessment is quick, easy, and accurate. Our selection reports allow you to compare candidates to your top sales recipe, while our development reports are ideal for coaching and professional growth. Information, like chocolate and vanilla, never goes out of style, and the more you and your team have, the better off you will be. I personally think the same can be said for chocolate.

Using the Omnia Assessment will unlock the answers you need to find, select, and manage great salespeople. Get baking!

Picture of Wendy Sheaffer

Wendy Sheaffer

Wendy is the former Chief Product Officer of The Omnia Group. She is a subject matter expert in behavioral assessments and in using Omnia’s 8 columns as a tool to make more-informed hiring and development decisions and effectively engage staff. For more information, email [email protected] or call 800.525.7117.

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Others

Others

If your industry is not listed, don’t worry – we specialize in creating custom solutions for unique business needs. Our team will work closely with you to understand your talent requirements, company culture, and challenges. We’ll then develop tailored job profiles that reflect the skills, attributes, and competencies crucial for success in your industry.

Government & Public Services

Government & Public Services

In the government and public services sector, where serving the community and managing resources efficiently is paramount, finding candidates with a strong sense of public service and analytical skills is crucial. We help you identify individuals who can navigate complex regulations, implement policies effectively, and serve diverse constituencies.

Our behavioral and cognitive assessments and customized job profiles for various public sector roles enhance your ability to hire the right fit. These insights enable you to develop capable teams, improve service delivery, and maintain public trust in your organization’s mission.

Use Omnia benchmarking or explore custom profile creation for any of the following jobs and beyond to increase your hiring predictability.

  1. 911 Dispatcher
  2. Accountant
  3. Accounts Payable Clerk
  4. Administrative Specialist
  5. Chief Building Official
  6. City/Town Clerk
  7. City Manager
  8. City Mechanic
  9. Community Development Director
  10. Community Marketing Specialist
  11. Community Services Director
  12. County Appraiser
  13. Director of the Department of Public Works
  14. Finance Director
  15. Fire Chief
  16. Housing Project Manager
  17. HR Manager
  18. Maintenance Technician
  19. Police Chief
  20. Police Commander
  21. Police Officer
  22. Police Sergeant
  23. Safety Specialist


If a job you need filled is not listed, don’t worry – this is just a sample of custom positions we can create for your unique hiring needs.

Education

Education

In the education sector, where shaping young minds and adapting to new learning paradigms is crucial, identifying candidates with both subject expertise and effective teaching skills is vital. We assist you in identifying educators who can inspire students, embrace innovative teaching methods, and contribute to a positive learning environment.

Our behavioral and cognitive assessments and customized job profiles for various educational roles significantly increase your chances of hiring the right fit the first time. These insights not only help you support professional development and improve student outcomes but also create an engaging educational experience for all.

Use Omnia benchmarking or explore custom profile creation for any of the following jobs and beyond to increase your hiring predictability.

  1. Academic Advisor
  2. Academic Coordinator
  3. Administrative Assistant
  4. Admissions Representative
  5. Coach
  6. Corporate Trainer
  7. Curriculum Designer
  8. Dean
  9. Guidance Counselor
  10. Librarian
  11. Nutritional Service Worker
  12. Paraprofessional
  13. Principal
  14. Receptionist
  15. Registrar
  16. Student Affairs Representative
  17. Superintendent
  18. Teacher
  19. Teaching Assistant
  20. Vice Principal


If a job you need filled is not listed, don’t worry – we specialize in creating custom solutions for unique business needs.

Hospitality

Hospitality

In the hospitality industry, customer experience makes or breaks the business. Hiring candidates with an exceptional service orientation, operations efficiency, and adaptability is key to success for any travel and tourism business. We help you identify individuals who can create memorable guest experiences while efficiently managing operations behind the scenes.

Our assessments and customized job profiles for various sectors—from hotels to cruise lines and other travel sectors—enhance your ability to hire the right fit for every role. These insights enable you to foster a culture of service excellence and develop teams that can thrive in this dynamic, guest-focused industry.

Use Omnia benchmarking or explore custom profile creation for any of the following jobs and beyond to increase your hiring predictability.

  1. Concierge
  2. Front Desk Manager
  3. Guest Services Manager
  4. Guest Services Representative
  5. Hotel Director
  6. Housekeeper
  7. Housekeeping Manager
  8. Loyalty and Sales Associate
  9. Loyalty and Sales Manager
  10. Marketing Manager
  11. Operations Manager
  12. General Manager
  13. Receptionist
  14. Restaurant Manager
  15. Room Attendant
  16. Spa Manager


If a job you need filled is not listed, don’t worry – we specialize in creating custom solutions for unique business needs.

Real Estate & Construction

Real Estate & Construction

In the real estate and construction sectors, where project management and client satisfaction are critical, finding candidates with a mix of technical knowledge and people skills is crucial. We assist you in identifying professionals who can manage properties, adhere to regulations, and deliver quality results.

Our assessments and customized job profiles for roles across these industries increase your chances of hiring the right fit the first time. These insights help you develop well-rounded teams, improve project outcomes, and maintain a competitive edge.

Use Omnia benchmarking or explore custom profile creation for the following jobs and beyond to increase your hiring predictability.

  1. Accounts Payable and Receivable Associate
  2. Assistant Property Manager
  3. CAD Drafter
  4. Community Affairs Personnel
  5. Construction Coordinator
  6. Construction Project Manager
  7. Contracts Coordinator
  8. Customer Care Associate
  9. Design Personnel
  10. Director of Construction
  11. Director of Design and Product Development
  12. Director of Purchasing
  13. Estimator
  14. Engineer
  15. HOA Manager
  16. Land Acquisition Specialist
  17. Land Development Manager
  18. Leasing Consultant
  19. Maintenance Technician
  20. Marketing Coordinator
  21. New Home Sales Associate
  22. Online Sales Counselor
  23. Payroll / Benefits Administrator
  24. Permitting Coordinator
  25. Pool Construction Manager
  26. Pool Designer/Sales
  27. Property Manager
  28. Public & Political Relations
  29. Purchasing Agent/Analyst
  30. Purchasing Coordinator
  31. Purchasing Estimator
  32. Purchasing Manager
  33. VP of Construction
  34. VP of Land Acquisition
  35. VP of Land Development
  36. VP of Operations
  37. VP of Purchasing
  38. VP of Sales
  39. Warranty Personnel
  40. Waterscapes Coordinator


If a job you need filled is not listed, don’t worry – we specialize in creating custom solutions for unique business needs.

Media

Media

In the fast-paced media industry, where creativity meets deadlines and audience engagement is critical, securing candidates with innovative thinking and practical skills is essential. We help you select individuals who can create compelling content, adapt to new platforms, and understand audience dynamics.

Our cognitive, behavioral, and grammar assessments and customized job profiles for various media roles—from content creators and producers to sales and marketing specialists—enhance your ability to hire the right fit for each role. These insights enable you to nurture creativity, improve team collaboration, and stay relevant in an ever-changing media landscape.

Use Omnia benchmarking for the following jobs to increase your hiring predictability.

  1. Assignment Editor
  2. Broadcast Producer (TV)
  3. Digital Producer
  4. Director of Sales
  5. IT/Systems Engineer
  6. Master Control Operator (TV)
  7. Media Sales – Media / Radio Sales
  8. On-air Personality – Radio
  9. On-air Personality – Television
  10. Photojournalist
  11. Sales Manager – Media / Radio Sales
  12. Social Media Specialist
  13. Traffic Director  


If a job you need filled is not listed, don’t worry – we specialize in creating custom solutions for unique business needs.

Healthcare

Healthcare

In healthcare, where patient care and technological advancements intersect, securing candidates who are committed to helping others and eager to learn is essential. We assist you in identifying professionals who can deliver high-quality care while adapting to the latest medical technologies and practices.

Our behavioral and cognitive assessments and customized job profiles for various roles—at dental and healthcare practices, rehabilitation and research centers, and veterinary clinics—enhance your ability to hire the right fit for every role. These insights enable you to foster a patient-centric culture and support the professional growth of your team in your specialized healthcare sector.

Use Omnia benchmarking for the following jobs to increase your hiring predictability.

 Dental  

  1. Associate Dentist
  2. Dental Assistant
  3. Dental Front Office
  4. Dental Hygienist
  5. Dental Office Manager   


Healthcare General     

  1. Activities Aide
  2. CNA
  3. Case Manager
  4. Clerical
  5. Clinic Front Office
  6. Clinic Office Manager
  7. Customer/Patient Service Clerical
  8. Environmental/Food Service
  9. Janitorial – Medical or Laboratory
  10. Lab Technician
  11. Management
  12. Medical Assistant
  13. Medical Billing
  14. Medical Device Sales
  15. Occupational Therapist
  16. Physical Therapist
  17. Physician (Clinic)
  18. RN
  19. Scheduler
  20. Speech Therapist


Rehabilitation

  1. Clinic Front Office
  2. Clinic Office Manager
  3. Occupational Therapist
  4. Physical Therapist
  5. Speech Therapist       


Research        

  1. Clinical Research Coordinator
  2. Research Assistant                


Veterinary     

  1. Veterinary Assistant
  2. Veterinary Office Manager
  3. Veterinary Practice Manager
  4. Veterinary Receptionist (front desk)
  5. Veterinary Technician
  6. Veterinarian  


If a job you need filled is not listed, don’t worry – we specialize in creating custom solutions for unique business needs.

Staffing & Recruiting

Staffing & Recruiting

In the staffing and recruiting industry, where understanding people and markets is essential, finding candidates with strong interpersonal skills and business acumen is crucial. We assist you in identifying professionals who can effectively match talent with opportunities and build lasting relationships with clients and candidates alike.

Our behavioral and cognitive assessments and customized job profiles for roles across the staffing spectrum increase your chances of hiring the right fit the first time. These insights help you develop your team’s capabilities, improve placement success rates, and stay ahead in this dynamic industry.

 Use Omnia benchmarking for the following jobs to increase your hiring predictability.

  1. HR Director
  2. HR Generalist
  3. HR Manager
  4. Payroll/Benefits Administrator
  5. Recruiter
  6. Relationship Manager
  7. Talent Acquisition Specialist       


If a job you need filled is not listed, don’t worry – we specialize in creating custom solutions for unique business needs.

professional-services-

Professional Services

In the professional services sector, where client relationships and job-related expertise are key differentiators, finding candidates with a balance of technical knowledge and soft skills is crucial. We help you identify individuals who can deliver high-quality services while building and maintaining strong client relationships.

Our behavioral, cognitive, and grammar assessments and customized job profiles for various roles—from desk jobs to field jobs—enhance your ability to hire the right fit the first time. The insights from our profiles enable you to nurture talent, improve client satisfaction, and maintain a competitive edge in your specific service area.

Use Omnia benchmarking for the following job profiles to increase your hiring predictability.

  1. Account Manager
  2. Accountant
  3. Accounting Manager
  4. Administrative Assistant
  5. Attorney
  6. Bookkeeper
  7. Business Analyst
  8. Buyer/Purchasing/Procurement
  9. Call Center Manager
  10. Call Center Representative
  11. CEO
  12. CFO (Chief Financial Officer)
  13. CFO (Chief Financial Officer)
  14. Chief Sales and Marketing Officer
  15. CIO (Chief Information Officer)
  16. Clerical Supervisor
  17. Collections
  18. Communications Coordinator
  19. Compliance Auditor
  20. Controller
  21. COO (Chief Operating Officer)
  22. Corporate Trainer
  23. Customer Service
  24. Customer Service Manager
  25. Digital Content Creator
  26. Digital Marketing Manager
  27. Estimator
  28. Event Coordinator
  29. Executive Assistant
  30. Grant Writer
  31. Graphic Designer
  32. HR Director/Manager
  33. HR Generalist
  34. Manager
  35. Marketing Assistant
  36. Marketing Manager
  37. Office Manager
  38. Operations Manager
  39. Operations Support
  40. Paralegal/Legal Assistant
  41. Payroll/Benefits Administrator
  42. PR Manager / Public Information Officer
  43. Process Improvement Manager
  44. Production Expediter
  45. Production Planner/Scheduler
  46. Project Manager
  47. Quality Assurance Specialist
  48. Receptionist
  49. Recruiter
  50. Relationship Manager
  51. Social Media Specialist
  52. Talent Acquisition Specialist


If a job you need filled is not listed, don’t worry – we specialize in creating custom solutions for unique business needs.

Information Technology

Information Technology

In the rapidly evolving IT industry, where innovation is constant and technical skills quickly become obsolete, identifying candidates with a combination of expertise for the current needs and the ability to learn and adapt to new technologies is vital. We empower you to select tech professionals who can drive your digital initiatives forward while adapting to emerging technologies.

Our behavioral and cognitive assessments and customized job profiles for each role—from CIOs to database administrators, software developers, and IT managers—increase your chances of hiring the right fit the first time. The insights from our job profiles help you create targeted development plans, fostering a culture of continuous learning and innovation in your IT team.

Use Omnia benchmarking for the following jobs to increase your hiring predictability.

  1. CIO (Chief Information Officer)
  2. Cyber Security Specialist
  3. Database Administrator
  4. Graphic Designer
  5. Inside Sales – SaaS (appointment setting)
  6. IT Director
  7. IT/Systems
  8. Practice Leader – Cloud
  9. Quality Assurance Tester
  10. Software Developer
  11. Software Support Trainer
  12. Tech Leader – Delivery Practice
  13. Technical Account Manager (Sales)
  14. Web Designer
  15. Web Developer

          
If a job you need filled is not listed, don’t worry – we specialize in creating custom solutions for unique business needs.

Manufacturing

Manufacturing

In the manufacturing sector, where efficiency and precision are necessary, you need candidates with a blend of technical expertise, high adaptability, and resilience. We help you identify individuals who can thrive in a production environment, embrace lean practices, and drive continuous improvement.

Our behavioral assessments and customized job profiles for each role—from production line workers to process engineers—increase your chances of hiring the right fit the first time. These insights help you develop talent, improve retention, and maintain a skilled workforce ready to meet the evolving demands of modern manufacturing.

Use Omnia benchmarking for the following jobs to increase your hiring predictability.

  1. Buyer/Purchasing/Procurement
  2. Customer Experience Coordinator
  3. Estimator
  4. Fleet & Equipment Manager
  5. General Manager
  6. Heavy Equipment Operator
  7. Laborer
  8. Machine Operator
  9. Manufacturing Assembler
  10. Process Improvement Manager
  11. Production Expediter – Shipping/Receiving Material Handler
  12. Production Planner/Scheduler
  13. Production Supervisor
  14. QC Technician
  15. Safety Coordinator/Manager
  16. Sourcing Manager
  17. Technician (Installation and Repair)
  18. Warehouse Associate
  19. Warehouse Manager     


If a job you need filled is not listed, don’t worry – we specialize in creating custom solutions for unique business needs.

Automotive

Automotive

In the automotive industry, where innovation drives success and customer satisfaction is the highest priority, finding candidates with the right mix of technical mindset and interpersonal skills is crucial. We help you identify individuals who can thrive in this fast-paced environment, adapt to technological advancements, and deliver exceptional customer experiences.

Our behavioral assessments and customized job profiles for each role—from car dealerships to boat and RV dealers—increase your chances of hiring the right fit the first time. The insights from these profiles help you nurture talent, guide career progression, and keep your workforce engaged and productive in a constantly evolving industry.

Use Omnia benchmarking for the following jobs to increase your hiring predictability.

  1. Bookkeeper/Accountant
  2. Body Shop Estimator
  3. Body Shop Manager
  4. Body Shop Technician
  5. Controller
  6. Customer Relations Representative
  7. Customer Relationship Specialist
  8. Detailer
  9. F&I Manager
  10. Fixed Operations Director
  11. General Manager
  12. Lot Attendant/Porter
  13. Office
  14. Parts Counter / Parts Associate
  15. Parts Manager
  16. Powersports Sales
  17. Receptionist
  18. Reconditioning Foreman
  19. Sales
  20. Sales Manager
  21. Service Advisor
  22. Service Manager
  23. Service Technician Team Lead
  24. Service Technician
  25. Title Clerk
  26. Used Car Sales
  27. Valet
  28. Warranty Administrator
  29. Warranty Clerk   

Business Development Center          

  1. Call Center Manager
  2. BDC Director
  3. BDC Representative
  4. Inside Sales
  5. Internet Sales
  6. Inside Sales Manager
  7. Service Coordinator


Boat and RV    

  1. Boat Sales
  2. Customer Relations Representative
  3. Powersports Sales
  4. RV Orientation/Delivery
  5. RV Sales
  6. RV Service Advisor

If a job you need filled is not listed, don’t worry – we specialize in creating custom solutions for unique business needs.

Financial Services

Financial Services

In the financial services sector, where trust is currency and regulatory compliance is non-negotiable, securing candidates with analytical prowess, a commitment to quality, and client-centric attitudes is essential. We empower you to identify individuals who can navigate complex financial landscapes while maintaining the highest standards.

Our behavioral and cognitive assessments and customized job profiles for each role—for credit unions, banks, and other financial institutions—empower you to make informed hiring decisions. The insights from these profiles enable you to provide targeted professional development, ensuring your team remains competent, compliant, and committed in an industry where precision and reliability are essential.

Use Omnia benchmarking for the following jobs to increase your hiring predictability.

Credit Unions

  1. Accountant 
  2. Back Office
  3. Branch Manager 
  4. Call Center Rep 
  5. Collector
  6. Compliance Assistant
  7. Compliance Officer
  8. Credit Assistant
  9. Financial Service Rep
  10. Fraud Specialist
  11. Front Office
  12. Head Teller
  13. IT Professional
  14. ITM (Video) Teller
  15. Loan Officer
  16. Loan Processor
  17. Manager/Supervisor
  18. Member Service Rep
  19. Mortgage Originator
  20. Regional Manager
  21. Teller
  22. Teller – Sales/MSR
          

Banks   

  1. Accountant
  2. Back Office
  3. Branch Manager
  4. Call Center Rep
  5. Collector
  6. Compliance Assistant
  7. Compliance Officer
  8. Credit Assistant
  9. Financial Service Rep
  10. Fraud Specialist
  11. Front Office
  12. Head Teller
  13. IT Professional
  14. ITM (Video) Teller
  15. Loan Officer
  16. Loan Processor
  17. Manager/Supervisor
  18. Mortgage Originator
  19. Regional Manager
  20. Service Rep
  21. Teller
  22. Teller – Sales/Selling CSR
  23. Financial Relationship Manager
  24. Wealth Management Relationship Manager

If a job you need filled is not listed, don’t worry – we specialize in creating custom solutions for unique business needs.

Insurance

Insurance

In the insurance industry, where competition is fierce and turnover is high, the key to success lies in identifying candidates with the perfect blend of soft skills and analytical skills. We empower you to find these individuals who not only excel in their roles but also stay with your organization for the long haul.

Our behavioral and cognitive assessments and customized job profiles for each role increase the chances of hiring the right fit the first time. The insight from the profiles helps you provide the growth path your employees desire and keep them happy and engaged.

Use Omnia benchmarking for the following jobs to increase your hiring predictability.

  1. Agency Owner
  2. Claims Representative
  3. Field Claims Adjuster
  4. Inside Claims Adjuster
  5. Loss Control Consultant
  6. Marketing Representative
  7. Policy Services
  8. Underwriter
  9. Account Manager
  10. Customer Service Manager
  11. Processing CSR
  12. Producer
  13. Risk Manager
  14. Sales Manager
  15. Selling CSR
  16. Service CSR

If a job you need filled is not listed, don’t worry – we specialize in creating custom solutions for unique business needs.